This obsession with price is dragging our industry down and long-term will work against initiatives to raise consumption"

For this reason Robinsons are not afraid to discontinue supplies of, for example, green grapes when in their opinion the produce neither looks nor eats well. Tony does point out,however,that in many instances there is a viable alternative. "Often red seedless grapes are available when green are not at their best, and these are now widely accepted by consumers," he explains.

A new area of activity for the company is the development of ready prepared dishes. The success achieved has astonished Tony. "I really didn't think people would pay the money needed for mixed fruit salads or melon medleys. Not only do they pay, but we're finding it hard to keep up with demand. These fruit salads are simply walking off the shelves!"

The catering side

This side of the Robinsons business started when Tony Fox , now the Wholesale Director, started knocking on a few doors, asking if the company could service them with fresh fruit and vegetables. It really took off some 10 years ago and now the company delivers to to over 400 customers, including leading hotels, restaurants, pubs, hospitals and nursing homes. To add value, a full range of dried and frozen catering products are also now supplied.

"Our success is built on our ability to offer superb service at the best possible prices," maintains Tony. "Any customer who places an order by 8.30 am and weekday, including Saturday, will receive their goods by midday. If the customer is in central Douglas we will try to deliver within three hours of receiving an order"

Chinese Cash and Carry

A very unusual facet of the Robinson business is the supply of authentic produce to 90 per cent of the Indian, Turkish and Chinese outlets around the island. A collection centre opened in December 2003 next door to the Robinson's warehouse and stocks no fewer than 1200 different lines.

Future plans

With everything going so well, many companies would be content to sit back and reap the benefits. Not so Robinsons. The need to continue developing seems to be inbred. Future plans include the expansion of the Cash and Carry operation, the creation of a new business park on the land owned by the Horsthuis family adjacent to their warehouse, extending the ready meal range and improving the in-house preparation facilities and further developing HND training for staff.

Tony and John are also talking to the Manx Government about funding to create a schools programme for fruit and vegetables similar to the scheme operating successfully on the mainland and to promote the 5-a-day concept.